Business Tips and Tricks

Now is the Time to Grow Your Business

We are kicking off the busiest selling season of the year which is the perfect time to think about growing your business.  I mean people are shopping, ready to spend money on those they love and you have amazing products to offer them.  So, building your business now should be easy right?  Many of us will do 60% of our sales during the next 6 to 8 weeks, BUT we want the business to keep moving forward, right?  I don’t know about you BUT I like getting a regular paycheck.

This is the time of year when we get to connect with new and repeat customers.  We get to share all of the newness of the holiday gift guides and help them to find the perfect gift for those they love.  What happens when the holiday excitement fades?  Will your business fall flat or will it continue to grow or at least maintain an even pace?

This time of year gets me excited.  There are lots of vendor events connecting with other direct sellers and business owners.  I get energized thinking about new ways to build my business.  For those of us in direct sales, we know to build your business, you need to:

Sell, Book, & Recruit

Sales are easy during the busiest selling season of the year.  Vendor events open the door to new customers.  We get to introduce our product to people who have never heard of our companies.  Lots of customers result in an increase in sales, right?  Potential customers are all around us.  Sharing our passion about our products along with tips and tricks is something which comes easily for most of us.

Booking and recruiting can get a little harder.  Despite the fact I love the company I am with, the hostess benefits are awesome and I am blessed to have it pay all of my bills as I work from home; I still stumble over words when talking to someone about having a party or becoming a consultant.  Crazy, right?

So what is the trick to turning customers into hosts and recruits which will help to grow your business?  The truth is not everyone is going to be interested in having a party or becoming a consultant and it is OK.

Here are 3 simple ways to increase the number of customers who turn into hosts and new team members.

Strategy 1: Keep it all about them.

When we share our hostess program or business opportunity, how often is the focus on us as the consultant?  I can hear all of the denials but sometimes it is tough to turn “our needs for sales/bookings” into being all about them, right?   We need to practice talking about how it could benefit THEM.  As a business, people need to see how it can fit into their life and add value to it.  The key is building a relationship with our customers and then sharing the VALUE of what you have to offer with confidence!

Asking questions and offering solutions to fill their needs, helps our success rate go up. Whether tit is for the discount on the products,  time with friends/family, or a chance to earn extra money, YOU offer solutions.

Strategy 2: Uncover their concerns.

The key to finding new hosts and customers is knowing how to listen. If you ask someone if they would like to have a party and they say, “no”, don’t be too quick to move on from the conversation. Asking more questions doesn’t have to be pushy or salesy.  You can simply ask “is there anything holding you back?”  Then LISTEN to their response, it allows you to overcome their objections

Validate their concern and offer a solution along with some encouragement.  Who knows you could turn a no into a yes. Take time to find out more about their hesitation.

Strategy 3: Consistently Follow-Up

When someone says “no”, do you ask them if it is okay to check back with them at another time?  Then do you actually follow-up?

Think about when you were invited to attend something. Maybe you initially said, “Thanks for the invitation, but I’ve got so much going on I won’t be able to attend.”  A few days go by and the same person asks you if you are attending.  Now you respond with, “I don’t know. Maybe. I’ll have to see how my schedule pans out.”  Another week or so goes by and you get a messaging from the person saying they are hoping to see you at the event. This time you say, “You know what. It sounds like fun. Yeah, I’ll see you there!”

It happens all of the time. Initially, someone may decline to join your team or host a party, simply because they are busy and don’t want to think about it.  Then some time passes, if you reach out again they may be more open to the idea. A “no” doesn’t mean never contact me again, just not at this time.  You will miss opportunities if you don’t follow-up.  Remember, follow-up is important because needs and situations change.

When we focus on the needs of our customers, uncovering their concerns, and following up consistently, you will turn more customers into hosts and recruits.

A little long but hopefully it will help you to extend this busy selling season into the new year.

Have a ThirtyOne-derful day!

 

 

So You Want to be a Leader?

Sharing your VISION

Do you have a vision for your business, your family or your life?

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I love this analogy: “Vision works like a rudder on a ship. Without it, the ship may travel a distance, but not necessarily in the right direction. With it, the ship reaches the destination by the shortest route possible. Vision determines the direction of the team.”

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In the past, my ship has traveled off course, what about yours?

Champion basketball coach Pat Riley once said, “Teamwork requires that everyone’s efforts flow in a single direction. Feelings of significance happen when a team’s energy takes on a life of its own.”

I am a leader that doesn’t impart my vision very well to the members of my team.  The goal should be to transfer the vision both emotionally and logically.

There are several components for an emotional transfer of your vision such as:

  • Credibility.  Does your team trust you?  People buy into a leader before they buy into the vision.
  • Passion.  Is your vision something that you care about?  Team members can’t get excited about a vision if you aren’t excited. They need to see and feel your passion so they embrace it.
  • Relationship. How well do your teammates know you? How well do you know them?  Everything we do in life involves relationships.  I know you have heard this one a million times: “People don’t care how much you know until they know how much you care.”
  • Timing. You may have all of the components of sharing your vision BUT if the timing isn’t right, it will never fly.  The right decision at the wrong time is still the wrong decision.
  • Feel the need.  We all need to be part of something bigger than ourselves.  Sharing how your vision meets a need can lead to an emotional buy-in.

The logical transfer of a vision is something that I struggle with since some would say I am a “warm and fuzzy” kind of girl.

  • A realistic understanding of the situation today.  You need a starting point.  That starting point begins when you have a firm grasp on reality.  When people understand where they are starting and what the goal is, they are more willing to partner in achieving it.
  • An experienced team.  I’m not sure that I agree 100% that the team has to have experience with the vision.  Yes, if they’ve dealt with similar situations, they and more confident in their ability to tackle the challenge.  I have seen many who have an emotional link to the vision and no experience still reach their goal.
  • A sound strategy.  I must admit, my game plans in the past have not been very clear or succinct.  I love to have input from team members rather than give them a specific plan.  I have learned that the more detailed the plan, the more they are going to fully accept responsibility for achieving the vision .
  • Leader accepts responsibility.  As the leader, do you embrace your role in achieving the vision? Are you willing to be held accountable? People need to know that you’ll do your part.
  • Celebration of each victory.  Yes, I am a BIG proponent of CELEBRATING every milestone.  I believe that it keeps people moving forward.  It is the accomplishments of those small goals that help you to reach the bigger vision.  Celebrations help team members track their progress and find the motivation to continue on the journey.
  • Evaluation of each defeat.   When the team misses a goal, acknowledge it and focus on how the team can do better moving forward.  Celebrate the defeat then let it go!! (Yes, I do hear the Frozen song in my head)

It is not too late to cast your vision to your team so they can see the bigger picture.  When they buy in emotionally and logically, they will work together with you to achieve victory.  Through vision casting, teams learn together develop accountability, connection and engagement.

What is YOUR vision for 2016?

Have a ThirtyOne-derful day!